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Therapy Representative Watchman Paris Area Job

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Date: Mar 16, 2019

Location: Voisins le Bretonneux, 75, FR, 0

Company: Boston Scientific

Location: Paris area

Purpose Statement

 

 

 

The core objective of this role is to act as the trusted advisor to the clinical team around the therapy they are responsible (Watchman). This is achieved by taking a leadership role in securing safe and successful outcomes for BSC therapies. They will protect the long term value of the therapy by defending the price; ensure its safe use, through a quality of support and training in and outside of the procedure.  They are responsible for therapy support during procedures.  They own the training of medical staff, excluding clinical trials and for educating BSC sales staff.  They maintain skills and knowledge (especially clinical studies and competitive products) to promote the therapy and differentiate such product lines against the competition in order to gain share.  They are responsible for ensuring the successful achievement of New Therapy targets whist partnering with the NCAM to deliver results in core with Pull Through. They will build therapy specific referrals network.

This position is to be based in North of France (Paris area, Hauts de France...)

Key Responsibilities

 

 

 

Territory/account planning – Segmentation

  • Provides input to account potentials and behaviours based on defined market segmentation, Account Targeting Initiatives (HcP/Must Win/New Cardio etc), product launch priority accounts and Account Stakeholder Maps
  • Validates nominations based on central guidelines for New Therapy Account selection and ensures business case protects price and value of New Therapy.

Strategic Account Planning

  • Provides input to New Therapy business forecasting on accounts,
  • Working with the New Cardiology Account Manager to identify areas where the New Therapy can be leveraged to drive core business growth.
  • Builds and executes plan for Therapy Development by identifying the referring network to increase patient flow in relation to Strategic Business Partnerships & KOLs.  Supports Account Manager with KOL management - develops New Therapy specific KOL.
  • Makes Therapy specific investments, keeping the Account Manager informed

 

 

  • Escalates requests for donations and sponsorship to the Account Manager for coordinated response

Sales Execution

  • For New Therapy engagement, attends and supports initial visit with Account Manager and ensures full in-service visit after consulting with Account Manager. Arranges, Plans and executes agreed training and proctoring activities.
  • Achieves Sales Plan for New Therapy whilst also collaborating with Account Manager to achieve Core Plan with Pull Through.
  • Provides inputs to the NCAM on the technical parts of tender and provides input on commercial offers, in creating deals and negotiating offers where requested. 
  • Completes New Therapy tenders in Non-Core accounts (ie WM in EP centres) with input from Account Manager and Regional Sales Manager.
  • Promotes the successfully negotiated deals and the New Cardiology story.
  • Persuades customer on product clinical advantage and benefits to patient and offers exceptional clinical and procedural value to drive customer confidence in New Therapy.
  • Requests support from Marketing and Account Manager for further expertise in New Therapy or Core – securing the appropriate internal New Therapy resource (training, clinical, R&D)
  • Provides Cathlab Inventory Management for New Therapy (Consignment, missing stock, rotating and expiring stock management); including complaints management, follow-ups on general cathlab requests and provides feedback to Account Manager as appropriate.
  • Supports Account Manager in building key account strategies 
  • Develop new referral and therapy services if aligned with these strategies

Reporting and Communication

  • Presents plan and reports on New Therapy account status quarterly through Quarterly Business Review (QBR) with Cluster Therapy lead, shares with Account Manager.
  • Ensures completion of management tools/systems
  • Completes weekly WAP/WAR, shares with Account Manager and completes weekly calls with Cluster Therapy lead.

Quality System Requirements

 

In all actions, demonstrates a primary commitment to patient safety and product quality by maintaining compliance to the Quality Policy and all other documented quality processes and procedures.

For those individuals that supervise others, the following statements are applicable:

 

 
  • Assures that appropriate resources (personnel, tools, etc.) are maintained in order to assure Quality System compliance and adherence to the BSC Quality Policy.
  • Establishes and promotes a work environment that supports the Quality Policy and Quality System.

Key skills and behaviours

 

 

 

KEY SKILLS

  • Product and therapeutic expertise  - clinical knowledge that allows them to positively challenge customer clinical team with insight
  • Team working - internal and external collaboration (new therapy stakeholder management)
  • Clinical selling – Proactive new therapy conversations with customers to partner on strategic plans
  • Creative problem solving for clinical impact – offer alternative clinical solutions

QUALITY

As interface with Clients and Sales Organization, has direct responsibility to facilitate, Watchmanare documents and processes to identify, notify and ensure any complaints or problems are addressed, thereby demonstrating high commitment to Quality in all interactions and behaviors; Responsible to facilitate and champion the quality requirements and the message of compliance to internal and external customers for all events and campaigns; Supports implementation of Regulatory, Quality, Code of Conduct and Local/Regional initiative in the organization.

Leading Indicators of Success

 

  • Acts as trusted advisor to clinical team through procedures and has leadership role ensuring safe and successful outcomes
  • Contributes to the development of successful New Cardiology deals
  • Understands and supports strategic trade-off between New Therapy sales and protecting the long term value of price, quality and safety.
  • Ability to assess account suitability for successful, sustainable and safe therapy adoption.
  • Clearly demonstrates an understanding of what resource is required to support New Therapy activities - training, proctoring, case support, patient referral.....
  • Understands and supports the overall account strategy to balance overall New Cardiology results and New Therapy success

Job Scope and Leveling Guidelines

 

 

 

Knowledge

 

A seasoned, experienced professional with a complete understanding and wide application of principle, theories, and concepts in the field.  Applies a full understanding of area of specialization to resolve a wide range of issues in creative ways.  General knowledge of other related disciplines, business unit function and cross group dependencies/relationWatchmanips. This job is the fully-qualified career-oriented position.

 

 

Problem Solving

 

Develops solutions to a variety of complex problems of diverse scope and complexity where analysis of data requires evaluation of identifiable factors. Exercises authority and judgment within generally defined practices and policies in selecting methods and techniques for obtaining solutions. Has a broad knowledge of a variety of alternatives and their impact on the business unit.

 

 

Planning and Organization

 

Plans and organizes non-routine tasks w/approval. Initiates or maintains work schedule and priorities. Plans and organizes project assignments and maintains project schedules.

 

 

Discretion/Latitude; Supervision Received; Decision Making

 

Works under general direction regarding the direction and progress of projects and special assignments. Independently determines and develops approach to solutions.  Interprets, executes and recommends modifications to company policies. Assists in establiWatchmaning departmental policies and procedures. Work is reviewed upon completion for adequacy in meeting objectives.

 

 

Business Relationships and Project Management

 

EstabliWatchmanes and cultivates a wide range of business relationWatchmanips to facilitate completion of assignments. May interact with vendors. Participates in determining goals and objectives for projects. May lead projects within the function or department and/or represents a specialized field in larger project teams. Influences middle management on business solutions.

 

 

Impact

 

Contributes to the completion of specific programs and projects.  Failure to obtain results or erroneous decisions or recommendations would typically result in serious program delays and considerable expenditure of resources.

 

 

Liaison

 

Represents organization as a prime contact on contracts or projects. Interacts with senior internal and external personnel on significant matters often requiring coordination between organizations. Uses discretion, diplomacy and tact to resolve difficult situations. May escalate serious issues to manager.

 

 

Mentoring

 

Participates in the development of less experienced staff by setting an example, providing guidance, and offering counsel.

BSCI 2018


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